• Define and execute a comprehensive go-to-market strategy in close partnership with the CEO and Executive Leadership Team, including competitive positioning, key milestones, and revenue growth targets. • Unify inbound, outbound, and partner channels into one high-output GTM motion — building the playbooks, handoffs, and conversion processes that tie SDR → AE → Channel into a single, disciplined engine. • Create a long-term sales plan encompassing strategy, quotas, tracking mechanisms, and analytics — and continuously refine it as the business scales. • Build, inspire, and manage a best-in-class sales organization; own hiring, onboarding, ramp, coaching, performance management, and succession planning across all sales roles. • Lead, motivate, and hold the team accountable to monthly, quarterly, and annual revenue targets — fostering a culture of accountability, urgency, and high performance without sacrificing collaboration. • Develop top-tier talent across SDR and AE, investing in each individual's growth while scaling the team efficiently. • Design, operationalize, and continuously improve the end-to-end sales process for each motion, with clear KPIs, performance management frameworks, and operational rigor. • Drive forecasting discipline across direct and partner pipelines, with an emphasis on accuracy, early risk identification, and data-informed decision-making. • Implement and enforce cadences and tooling (Salesforce, Gong) that create visibility, repeatability, and accountability at every level of the funnel. • Partner closely with Marketing, RevOps, and Partnerships to ensure SDRs are working high-quality leads, outbound lists are targeted to ICP, and partner connections convert to predictable co-sell and referral revenue. • Represent Tapcheck at industry forums, networks, and events — and in front of enterprise customers and key decision-makers. • Serve as a hands-on closer and executive sponsor on high-value deals, evangelizing the Tapcheck vision at the most senior levels.

• Work directly with national prospective buyers to convert them into Pacaso homeowners • Qualify inbound sales leads by meeting and exceeding KPI requirements • Have a deep understanding and ability to speak to all of the current market inventory. • Provide feedback to the sales leadership, marketing, and acquisitions teams on market dynamics, potential Pacaso future prospects, and buyer feedback on demand • Prepare and provide accurate forecasts to management on a weekly basis • Drive Opportunities for the RD Team by consistently exceeding sales metric targets while maintaining or surpassing expected conversion rates. • Understand and build a deep understanding of the buyer profile • Maintain a customer centric approach obsessing over the experience and representative of the Pacaso brand • Be mission driven, a cultural carrier and ability to work in a team environment • Attend one local or feeder market event monthly to support the region’s sales efforts • Flexibility to work weekends on rotation to connect with buyers within SLA expectations • Travel quarterly to collaborate with the sales team and market support • Adhere to consultative selling • Targets: Completed Consultations: 25 per month, New Opportunity created in Stage: Touring or later: 4 per month, Funded Shares: 2 per month

Role Description Choice Digital is looking for a Utility Sales Director to own the full sales cycle from prospecting to close. This role is designed for a true hunter - someone who generates their own opportunities through existing relationships, strategic outreach, consultative selling, and modern tools like AI and intent data. You’ll build and nurture relationships with Utilities, building strategic partnerships with companies that rely on payments to connect businesses and their consumers. If you’re metrics-driven, competitive, and thrive in fast-paced growth environments, this role offers the autonomy and support to succeed. Key Responsibilities - Prospecting & Pipeline Generation - Generate new business through strategic outbound outreach, social selling, AI-driven research, and intent signals. - Consistently exceed outreach and meeting-booking targets while maintaining high-quality, personalized engagement. - Sales Cycle Management - Conduct thorough discovery and needs assessments to understand client requirements and pain points. - Present and demonstrate Choice Digital's solutions, tailoring conversations to each prospect’s priorities. - Prepare and deliver persuasive proposals, including pricing and contract terms, in line with company policies. - Relationship Building - Build and nurture strong relationships with decision-makers and stakeholders across investor-owned, municipal, and cooperative utility partners. - Act as the main point of contact throughout the sales process, ensuring a professional, positive experience. - Multi-thread accounts to establish credibility and broaden influence within buying committees. - Closing & Performance - Negotiate effectively and close deals that align with company objectives. - Achieve or exceed assigned sales targets and quotas on a consistent basis. - Maintain accurate pipeline forecasting and activity tracking in CRM. - Market & Product Expertise - Stay informed about industry trends, regulations, and competitor activities to position Choice Digital effectively. - Use a challenger mindset to handle objections and differentiate against legacy competitors. - Demonstrate fluency in running your own presentations, demos, and sales cycles without heavy reliance on support. Qualifications - 5+ years of Utility sales experience - Proven success building pipeline through outbound prospecting (not reliant on inbound) - Strong consultative sales skills, with the ability to uncover needs, navigate objections, and align solutions to business value - Skilled in using AI, Salesloft/Outreach, LinkedIn Sales Navigator, Gong, intent data platforms, and HubSpot/Salesforce to drive personalization and efficiency - Experience selling into North American Utilities (this is a must) - Metrics-driven, with a clear understanding of Key Performance Indicators (KPIs) (meetings booked, SALs, SQOs, pipeline value) - Collaborative and curious - eager to partner with Marketing and RevOps, and to continuously learn and adapt - Exceptional problem solving skills with strong attention to detail Benefits - Competitive annual compensation range of $130,000 to $150,000 with uncapped commission earnings (on target earnings of $260,000 to $300,000) - Equity offerings through stock options - 401(k) retirement savings match (up to 4%) - Flexible PTO policy - Company paid holidays - Medical, Dental, Vision, and Life Insurance

• Own and maintain prioritized NDC-by-account opportunity intelligence at National, Regional, and ABM levels. • Develop and maintain ready-to-execute reports on National, Regional, Area and Territory performance. • Support collaborative top-to-bottom planning sessions between leaders, ABMs, HSDs and reps. • Actively observe and participate in customer-facing calls and team calls to identify best practices and points of friction. • Monitor and report on compliance rates, identifying gaps and contributing solutions that raise adherence to the Veeva business plan.